{"product_id":"sales-strategy-step-by-step","title":"Sales Strategy, Step by Step for 2027","description":"\u003cp class=\"bsbs-lead\"\u003eDesign how your team sells, from a buyer-centred process and rigorous qualification to discovery, value cases, forecasting, pay and coaching.\u003c\/p\u003e\n\u003ch3\u003eWho it's for\u003c\/h3\u003e\n\u003cp\u003eSales managers, heads of sales, founders who still close most deals themselves, and salespeople who want to work more deliberately. Sales leaders can start with the sales model and process; if you mainly sell, go straight to the chapters on winning the deal before your next important meeting.\u003c\/p\u003e\n\u003ch3\u003eWhat you'll learn\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003eChoose a sales motion (self-serve, inside, field or partner) for each type of customer and define the roles in your team\u003c\/li\u003e\n\u003cli\u003eMap the buyer’s decision steps and write stage exit criteria the buyer can confirm\u003c\/li\u003e\n\u003cli\u003eQualify opportunities with BANT, commonly attributed to IBM, or MEDDIC, developed at PTC, and decide whether to advance, nurture or drop each one\u003c\/li\u003e\n\u003cli\u003ePlan discovery with Neil Rackham’s SPIN model and build a commercial insight, drawing on Matthew Dixon and Brent Adamson’s The Challenger Sale\u003c\/li\u003e\n\u003cli\u003eMap the buying group, give your champion a value case they can defend, handle the five common types of objection and agree a mutual action plan\u003c\/li\u003e\n\u003cli\u003eRun deal reviews, check pipeline coverage and forecast by category: commit, best case and upside\u003c\/li\u003e\n\u003cli\u003eSet territories, quotas and commission plans, hire to a profile, coach with role-play and recordings made with consent, and run a weekly sales rhythm\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch3\u003eWhat's inside\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003e82 pages, 12 chapters\u003c\/li\u003e\n\u003cli\u003eEach chapter gives you key concepts, a step-by-step method, an illustrative example from a fictional UK organisation, a ready-to-use tool, common mistakes, a recap of the key steps and a short exercise to try this week\u003c\/li\u003e\n\u003cli\u003eWorked examples from five fictional UK businesses, from a printer to a cleaning company\u003c\/li\u003e\n\u003cli\u003eA tool in every chapter, including the sales model canvas, qualification scorecard, SPIN question planner, objection bank, mutual action plan template, quota and commission plan model and call coaching scorecard\u003c\/li\u003e\n\u003cli\u003eA 30-60-90 day action plan with checklists, plus a glossary\u003c\/li\u003e\n\u003cli\u003ePDF in A4 format — read on screen or print\u003c\/li\u003e\n\u003cli\u003eInstant download after purchase\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch3\u003eContents\u003c\/h3\u003e\n\u003col\u003e\n\u003cli\u003eDesigning Your Sales Model\u003c\/li\u003e\n\u003cli\u003eMapping a Buyer-Centred Sales Process\u003c\/li\u003e\n\u003cli\u003eQualifying Opportunities Rigorously\u003c\/li\u003e\n\u003cli\u003eDiscovery with SPIN Questions\u003c\/li\u003e\n\u003cli\u003eSelling Consultatively and Teaching Something New\u003c\/li\u003e\n\u003cli\u003eMaking the Value Case to the Buying Group\u003c\/li\u003e\n\u003cli\u003eHandling Objections with Confidence\u003c\/li\u003e\n\u003cli\u003eGaining Commitment and Closing\u003c\/li\u003e\n\u003cli\u003eManaging the Pipeline and Forecasting\u003c\/li\u003e\n\u003cli\u003eSetting Territories, Targets and Pay\u003c\/li\u003e\n\u003cli\u003eHiring and Coaching Salespeople\u003c\/li\u003e\n\u003cli\u003eRunning the Sales Engine Week by Week\u003c\/li\u003e\n\u003c\/ol\u003e\n\u003ch3\u003ePart of The Business Library\u003c\/h3\u003e\n\u003cp\u003eThis title is one of the 55 ebooks in \u003ca href=\"\/products\/the-business-library\"\u003eThe Business Library\u003c\/a\u003e, available together for £109 (worth £1,437 if bought separately: the total of the individual prices of the included titles in our store). It is also included in \u003ca href=\"\/products\/the-ultimate-business-bundle\"\u003eThe Ultimate Business Bundle\u003c\/a\u003e, which adds 8 checklists and toolkits and 10 workbooks — all 73 products for £147.\u003c\/p\u003e","brand":"Business Step by Step","offers":[{"title":"Default Title","offer_id":59143564296524,"sku":"BSBS-17","price":36.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1101\/3147\/8860\/files\/bsbs-17-sales-strategy-step-by-step-3d.jpg?v=1791672064","url":"https:\/\/businessstepbystep.co.uk\/products\/sales-strategy-step-by-step","provider":"Business Step by Step","version":"1.0","type":"link"}